Anne Miller

JULY 15, 2023

They are also reluctant to call on old prospects who have previously said “no,” because those prospects saw “no need” for the original product. What would you do? What would you do? He knew what all “Metaphorians” know: people embrace the new more quickly when they can relate it to something they already know.

Up-Sell 117

Up-Sell Relationals Prospecting Energy 117

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? How did he do it?

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

Sales Hacker

FEBRUARY 20, 2023

Almost every week, Iceberg RevOps’ founder Taft Love gets messages from executives and CEOs at growth-stage companies asking for help with their first revenue operations hire. Make your first Revenue Operations hire: Challenges For one, a new hire’s to-do list is usually longer than one person can handle. So, what should you do?

Hiring 70

Hiring How To Top of Funnel Revenue 70

Partners in Excellence

MAY 13, 2022

Be honest, don’t cheat…… Raise your hand if you have had a formal training program on change and change management! Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell. We have terrific programs about how we sell.

Selling Skills 82

Selling Skills Face-to-face Sales Enablement Vendor 82

Crunchbase

MAY 17, 2023

Companies and sellers no longer have an abundance of opportunities to sell into — every interaction with a potential prospect makes the difference between success and failure. Most enterprises (more than 90%) are moving to hybrid-selling models. I define a solutions consultant as a customer-centric problem-solver.

Hiring 111

Hiring Sales Process Lead Rank Engineering 111

Sales Hacker

JANUARY 5, 2023

Duplicate records in Salesforce (or “dupes”) are hands-down the most common issue that we’re called in to clean up at Iceberg. For instance: How do you define a duplicate lead if you sell to separate accounts who are part of the same franchise ? Do you need to automate the process? What are duplicate leads?

SalesForce 76

SalesForce How To Decision Maker Exact 76

Anne Miller

JANUARY 16, 2023

But,” challenges Jim, “What really is customer service? Definitions have always been important to me as an English major (Aristotle said it best…you can’t understand anything without defining your terms), so ask yourself: what does ‘customer service’ really mean?”. A Little Background. ” Turn That Minus Into a Plus.

Ideal Customer Profile 77

Ideal Customer Profile Customer Service Call-back Twitter 77

Partners in Excellence

JUNE 8, 2020

So much of what I hear and read focuses on “getting back to normal,” or “the good old days (pre-pandemic).” If there is any “silver lining” to the pandemic and associated economic reset, it’s that it has compelled all of us, customers, suppliers, partners, to rethink everything we do.

Call-back 94

Call-back Maximizer Quota Course 94

Anne Miller

NOVEMBER 4, 2022

He could have just listed all of Walker’s defects. Obama then joked that “ just because Walker won the Heisman, it doesn’t mean the audience would let him fly a plane they were on or do surgery on them without knowing whether he was qualified! You would have to scrape me off the field. Doing surgery on you?

Sports 62

Sports Policies Call-back Campaigns 62

Sales 2.0

AUGUST 11, 2018

In my last post I shone a light on the fact that to prospect you need to have a good prospect list. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. But the publicly observable trigger events are just the tip of the iceberg. You get these from sales tools.

InsideView 150

InsideView Hiring Cancellation Account 150

No More Cold Calling

JULY 7, 2017

After all, baseball and sales have a lot in common. Account based selling reps are responsible for scoring meetings, advancing the sales process, and winning deals. So, what can sales leaders learn from America’s favorite pastime? Account Based Selling Requires a Team Approach. Who are those two men?”.

Account 179

Account Referrals Lead Rank Lead Scoring 179

Hubspot Sales

MAY 6, 2024

Table of Contents What is a unicorn company? Unicorn Valuations Unicorns and Venture Capital Examples of Unicorn Companies What is a unicorn company? Only 1 in 6 unicorns have the necessary recurring revenue to go public. Only 1 in 6 unicorns have the necessary recurring revenue to go public. HubSpot is unicorn catnip.

Data 62

Data Scale Hubspot Social Media 62

Sales 2.0

JULY 7, 2014

As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out of interviews with sales and marketing leaders. Without a trigger event it’s very likely your biggest competitor will win–status quo (aka “do nothing”.). But the publicly observable trigger events are just the tip of the iceberg.

InsideView 301

InsideView Hiring Cancellation Account 301

Partners in Excellence

MARCH 10, 2021

I suggested we might do better by thinking Buyer Enablement. Other Gartner data points indicate 70% of B2B buyers have regrets over their biggest purchases. Yet very little of what we teach or coach our sales people to do focuses on how we help our customers to succeed. Why do we make selling so complicated?

Buyer 74

Buyer Face-to-face Sales Enablement B2B 74

Allego

JULY 20, 2022

What should they do? Reps must understand buyers’ needs and challenges and how to convey the value of what they’re selling. We want to protect sellers’ time and empower them to access training in a more convenient way that revolves around their selling schedule.”. Sales training is critical.

Training 118

Training Hiring Webinar Metrics How To 118

Women Sales Pros

MAY 24, 2019

Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. Enthusiasm means “to catch fire” and that is exactly what you want your client to do during your presentations: get excited about what you are offering. Enthusiasm!

Energy 96

Energy Coaching Exact Account 96

Highspot

NOVEMBER 12, 2020

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. While digitized selling brings new benefits, it also loses important elements, such as authentic interactions that over time build trusting relationships.

Face-to-face 119

Face-to-face Scale Analytics Buyer 119

Allego

JANUARY 6, 2023

How can your sales team do more with fewer resources? What’s the most effective way to train your reps and get them selling faster? What’s the most effective way to train your reps and get them selling faster? How do you ensure your sellers use the content that marketing creates?

Webinar Metrics 62

Webinar Metrics Sales Enablement Buyer Coaching 62

Hubspot Sales

DECEMBER 7, 2020

Here's what they had to say. Ask for confirmation that these are the areas they want help with and even have the prospect rank them. If you do your job right, you just ask the questions and they give you the answers to the test. Image Source: Cosmopolitan. Simplifying Your Sales Process. How to Simplify Your Sales Process.

Sales Process 126

Sales Process Hubspot Lead Rank Lead Scoring 126

DiscoverOrg Sales

MAY 1, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. This was just bang the phones, get the decision makers, sell the deals. “You definitely wanna have the direct-dial phone number! .

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

Anne Miller

MAY 16, 2019

Your likely reaction–suspicion, fear, resistance– is what anyone who works in an external or internal advisory role faces. . Why do we even need these third parties? How could they possibly know more than I do? What’s really going on here? If you are that support person, how do you explain your legitimacy?

Face-to-face 80

Face-to-face Lead Rank Lead Scoring Up-Sell 80

Anne Miller

FEBRUARY 7, 2023

Nathan, who had a past life in rap, co-hosted that event and, afterwards, shared an interesting fact about how rappers use metaphors in their music in much the same way readers of this newsletter use them: to influence, sell, or persuade others to achieve a desired result. Like I said, a previous life. )

Advertising 62

Advertising Advertising Course Examples 62

Zoominfo

SEPTEMBER 17, 2019

In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. You definitely wanna have the direct-dial phone number!”

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

MTD Sales Training

DECEMBER 4, 2017

But recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it. So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Are you beginning to see the potential yet?

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

Anne Miller

AUGUST 11, 2022

The kids know they have to learn the stuff, but they would much rather be outside playing (selling). The kids know they have to learn the stuff, but they would much rather be outside playing (selling). What is the Customer Experience? See how two sales trainer pros prove that metaphor power is forever!

Training 62

Training Journal Campaigns Retention 62

Zoominfo

SEPTEMBER 17, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. It was as simple as: “bang the phones, get the decision makers, sell the deals”. You definitely wanna have the direct-dial phone number!”

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

Hubspot Sales

MAY 18, 2021

How do you win more consistently and more often? This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. This research study was conducted by ValueSelling Associates and Selling Power and surveyed more than 150 U.S. Communicate Value. average rating. Image Source.

Lead Rank 118

Lead Rank Lead Scoring Hiring Data 118

Jeffrey Gitomer

AUGUST 15, 2011

Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Do your best to make it right, and then forgive them. I need more money than I have. I have bad luck. Do something you LOVE. Someone has done me wrong.

Remedy 334

Remedy Hiring Training Social Media 334

Partners in Excellence

OCTOBER 27, 2014

By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. To do something different, to take action. With our Insight and Commercial Teaching, we are only addressing the tip of the iceberg. How do we help our customers buy?

Customer 94

Customer Forecasting Face-to-face Comparison 94

Partners in Excellence

APRIL 16, 2019

What this means, is that if 3-4 % of customers are active buyers, less than 50% of them actually buy. We have the potential of doubling our business (and the market economy), if we help more buyers succeed in their buying journeys! We have to help them discover the cost of inaction and incent them to change. But we miss so much!

Incentives 85

Incentives Incentive Discount Buyer 85

Braveheart Sales

JUNE 16, 2020

Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? They are concerned more with what they themselves want and need (the sale) and not outwardly on the customer. Don’t know? Then they probably think they are Peddlers or at best Pals. No value = lowest price.

Decision Maker 52

Decision Maker Up-Sell Data Resources 52

Hubspot Sales

FEBRUARY 24, 2020

These apps are also an integral part of how modern companies do business. In 2020, 91% of retail businesses have an active presence on two or more social media platforms. Using social media for brand-building is just the tip of the iceberg — social media is a valuable tool for driving sales. Implement the tactics below instead.

Social Media 132

Social Media Ideal Customer Profile Media Strategy 132

Vengreso

MAY 30, 2019

Subscribe to Selling With Social. If you want to get ahead of the game by developing a powerful channel sales strategy for your organization, you have got to hear what Jay shares on this episode. You Have A Better Chance Of Influencing Buyers Indirectly. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

Channels 107

Channels Revenue Influencer Google 107

Anne Miller

APRIL 10, 2019

Sometimes you get a sign from the universe about what you should do next. Eight years ago I received an email from John Pink , a complete stranger, who lived in upstate New York, who had read my ” Metaphorically Selling ” book, who wanted to share a metaphor that he had been using with his clients to build his business.

Up-Sell 92

Up-Sell Positioning Marketing Course 92

Anne Miller

APRIL 24, 2019

How do you distinguish yourself from competition in the minds of prospects? What crisp, memorable description can you create to describe the essence of what you do or who you are? What crisp, memorable description can you create to describe the essence of what you do or who you are? Clairvoyant.

ACT 61

ACT Influencer Up-Sell Competition 61

Anne Miller

JUNE 12, 2019

See what I mean in the brief excerpts below and notice three things: The different sources of their metaphors from light to profound. See what I mean in the brief excerpts below and notice three things: The different sources of their metaphors from light to profound. How each on its own merits resonates easily with an audience.

Commence 61

Commence Fashion ACT Up-Sell 61

Anne Miller

JUNE 25, 2020

because she went into a robotic “I-am-now-making-a-speech-mode,” what I call “speechifying.” What do you want listeners to see?). What attendees see has to reflect that passion and commitment. What we “see” is what we do, so ask yourself what is your intention with your remarks?

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Social Media 62